Weissensee, set in East Berlin during the 1980s, features a tense negotiation between a Stasi officer and a political dissident. The officer maintains a calm, measured tone, systematically presenting the dissident with evidence of alleged crimes. The negotiation is structured like a formal interrogation, with the officer adhering strictly to protocol and emphasizing the consequences of non-compliance. The scene illustrates the German tendency to prioritize structure, logical consistency, and procedural adherence.
history
Treaty of Paris (1783)
Benjamin Franklin played a pivotal role in negotiating the Treaty of Paris, which ended the American Revolutionary War. His charm, diplomacy, and strategic use of alliances were key to securing favorable terms from Britain. Franklin emphasized common interests over conflicts, demonstrating a patient, persuasive, and strategic approach to negotiation.
Unnecessary disruption
In post-World War II Germany, the Wirtschaftswunder (economic miracle) established a sense of economic stability and order. The retail sector embraced fixed pricing as a symbol of reliability and transparency, contrasting with the more volatile economic environments in other countries. This cultural backdrop reinforced the idea that fair pricing was predetermined and not open to negotiation. Germans came to view price bargaining as an unnecessary disruption to the established order.
Social Order
German cultural norms prioritize order, transparency, and fairness in business transactions, leaving little room for price bargaining. Historical influences, literary depictions, cinematic portrayals, and everyday expressions all reinforce the notion that negotiating prices is undignified, unnecessary, and even untrustworthy. The emphasis on fixed pricing reflects a deeper cultural preference for predictability and social order, making price negotiation an unwelcome practice in many German settings.
Economic hardship
From the early days of American frontier trading to the rise of modern consumer culture, negotiating prices has been an integral part of American commerce. The Great Depression further solidified the practice of price bargaining, as economic hardship necessitated finding the best possible deal. Today, real estate markets, car dealerships, and even retail sectors encourage price negotiation as a sign of financial savvy.
A valuable skill
American culture generally embraces negotiation as a sign of assertiveness and business acumen. Whether in business, consumer markets, or interpersonal dealings, negotiation is framed as a valuable skill rather than an undesirable or uncomfortable act. Literary characters, cinematic figures, and everyday expressions all highlight the cultural expectation that Americans should negotiate for the best possible outcome, reinforcing the idea that ‘everything is negotiable.’
Iran Nuclear Deal (2015)
The negotiation between the U.S., Iran, and other global powers aimed to limit Iran’s nuclear capabilities in exchange for lifting economic sanctions. The U.S. negotiators prioritized a clear bottom line while maintaining enough flexibility to adjust terms as the negotiation progressed, a strategy that underscores the American focus on securing practical, enforceable agreements.
invisible hand
The American approach to pricing is strongly influenced by the philosophy of laissez-faire capitalism, as articulated by thinkers such as Adam Smith and John Stuart Mill. While both were British, their ideas found fertile ground in the American context, where individualism and free enterprise were already deeply embedded in the cultural ethos. Smith’s concept of the invisible hand suggests that prices are naturally determined by supply and demand, and that market forces, not regulatory bodies, should dictate value. This perspective fosters the belief that price is fluid and negotiable, rather than fixed and objective.
Aquinas + Luther
The Protestant work ethic, closely associated with German culture, advocates for hard work, honesty, and fair dealing. These values stem from the teachings of Martin Luther and other Protestant reformers who emphasized ethical conduct in economic transactions.
The concept of the just price can be traced to medieval Christian doctrines, particularly those of Thomas Aquinas, who argued that a fair price is one that reflects the true value of labor and materials, without exploiting either party. This theological perspective persists in German culture, where business transactions are often framed as moral agreements, requiring that prices be justified by objective criteria rather than market manipulation.
stable, predictable
After World War II, the German government implemented strict price controls to stabilize the economy during the Wirtschaftswunder. The emphasis on fair pricing was institutionalized as a mechanism to prevent profiteering and ensure equitable access to essential goods. These post-war regulations reinforced the idea that prices should be stable, predictable, and based on objective calculations rather than speculative market fluctuations. The German social market economy emphasizes balancing free market principles with social welfare, including fair pricing practices that prevent consumer exploitation.